Testimonies:

“Kristen Gill possesses drive, intelligence, creativy, and a total commitment to success. When I worked with her, I found that her high energy and dedication fueled all the projects she worked on.”
Doug Heppner, Area Vice President, TAC Worldwide Companies

“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners

“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005

“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007

Kristen Gill

Kristen Gill
Principal, The Rafters Group
Business Development and Sales expert with over a dozen years of experience. I am able to help companies figure out how to increase the quality of their sales pipeline and improve their messaging to the marketplace. An engagement with The Rafters Group helps companies in their penetration of net new strategic accounts within their market and improves their overall sales effectiveness. Additionally, together my clients and I:
1. Help generate interest with new high-level target executives

2. Bring in qualified opportunities and increase understanding of prospect needs

3. Increase revenue pipeline and market penetration

4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)

5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level

Past Posts

Relevance Makes the World Go Round

relevant
Adjective

1 relevant
having crucial relevance; "crucial to the case"; "relevant testimony"

2 relevant - having a bearing on or connection with the subject at issue; "the scientist corresponds with colleagues in order to learn about matters relevant to her own research"
Relevancy is key in today's marketplace. Imagine getting forty voicemails a day, five hundred emails, inundated with offers, pitches and sales calls. What will separate you from the pack? RELEVANT MESSAGES So few marketers use personalization in their messages – less than 10% in fact. And of those, a majority utilize less than 5 points of personalization. Personalization used properly will make your emails stand out from the clutter, increase your response and conversion rates, and ultimately drive sales. A study done by YesMail showed response rates triple when the number of personalization elements were increased from 1 or 2 to 7 or 8.

I’m not referring to simply saying “Dear First Name” in an email salutation – even spammers can do this today, but thoughtful idea sharing. Show the prospect you are targeting that you have read their entire body of Web work. Relevance comes at the point of intersection between your offer and their needs. Find the general vicinity of this intersection and they will listen.

What does THIS prospect need from you?
Always make sure it's a message that speaks to the need your prospective customer feels, not some self-centered stuff about you. Your message should change for each and every prospect you contact.

Imagine your client is thinking:
What’s in it for me?
Why do I care about your idea?
Why should I listen to you?

Ask yourself:
What does my prospect do?
What do they care about?
What events impact them personally, professionally, and as an industry?
What's in it for them?
If I ran their business, why would I care about this solution, offer, idea?
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